Global Alliance Lead

This is a fully remote position, open to applicants in Colorado.

📋 Description

• Take charge of the global Microsoft partnership at both the partner and executive levels, fostering trusted relationships with Fabric, Azure, and field leadership across Microsoft's sales, product, and engineering divisions.

• Create and implement a multi-year collaborative strategy that positions dbt and Fivetran as the primary analytics engineering and transformation layer within the Microsoft Fabric and Azure data ecosystem.

• Represent dbt and Fivetran at Microsoft's internal forums, customer briefings, and industry events—including FabCon, Ignite, and AI Tours—effectively communicating a compelling narrative regarding trusted data transformation and AI-ready data on Microsoft.

• Propel significant product milestones in collaboration with dbt Labs' product and engineering teams.

• Collaborate with Microsoft's Fabric CAT and engineering divisions to integrate dbt into standard Microsoft reference architectures, solution patterns, and customer-facing platform narratives.

• Ensure dbt and Fivetran are positioned as cross-platform but aligned with Azure—supporting Fabric, Snowflake on Azure, and Databricks on Azure so that Microsoft can excel regardless of customer platform preference.

• Develop and manage a structured enablement program for Microsoft field teams worldwide—Fabric specialists, cloud specialists, and solution engineers—through hands-on labs, Feature Fridays, in-office sessions, and collaborative delivery assets.

• Team up with Microsoft's alliances and marketing departments to create joint go-to-market campaigns focused on Fabric, AI-ready data, and enterprise analytics engineering.

• Oversee the co-sell playbook from start to finish: account mapping, seller-to-seller engagement, targeted initiatives, and clear requests from Microsoft teams on active opportunities.

• Drive measurable progress toward commercial goals—including Microsoft-sourced revenue, Microsoft-engaged revenue, Azure Marketplace TCV, and Azure consumption.

• Manage Azure Marketplace execution: ensure smooth, predictable MACC drawdown and marketplace-backed deal flow with no last-minute surprises.

• Maintain a thorough overview of Microsoft-attributed pipeline—tracking opportunity sourcing, co-sell advancement, and closed business across the alliance.

• Develop and manage the global Microsoft operating model: annual business plan, quantifiable objectives, named stakeholders, regular meetings with Microsoft, and rigorous internal business reviews.

• Act as the internal owner of Microsoft strategy, deal motion, and escalation—serving as the trusted subject matter expert that sales, marketing, product, and technical teams rely on.

• Define and monitor the indicators of a healthy alliance: depth of field enablement, co-sell activity, marketplace execution, product milestone progress, and revenue contribution.

• Regularly report to alliance and go-to-market leadership on alliance health, pipeline contribution, and strategic progress—identifying risks early.

⛳️ Requirements

• 10+ years of experience in strategic alliances, enterprise sales, or partner management within the data, cloud, or enterprise software sectors.

• Proven experience managing complex, global relationships with major technology companies at a senior level.

• In-depth knowledge of the modern data stack and the business benefits of open data infrastructure—experience with dbt, Fivetran, or similar is strongly preferred.

• Ability to engage credibly with C-suite and partner levels within a global consulting organization—understanding how cloud service providers market and execute their strategies.

• Strong commercial instincts—capable of identifying, thoroughly qualifying, and developing joint pipeline opportunities, rather than just managing existing relationships.

• Proven track record of functioning as a cross-functional orchestrator—exerting influence without direct authority across sales, engineering, marketing, and operations.

• Exceptional communication and storytelling abilities—able to convert technical platform capabilities into compelling business narratives for consulting and enterprise audiences.

• Familiarity with AI, agentic workflows, and the data governance landscape is a significant advantage, along with strong knowledge of CSPs' operating models and contacts.

• Willingness to travel globally to engage with partner leadership and teams across regions.

🏝️ Benefits

• Unlimited vacation time with a culture that actively promotes taking time off.

• 401k plan with a 3% guaranteed company contribution.

• Comprehensive healthcare coverage.

• Generous paid parental leave.

• Flexible stipends for:

• Health & Wellness

• Home Office Setup

• Cell Phone & Internet

• Learning & Development

• Office Space

• 100% employer-paid medical insurance.

• Generous paid time-off policy (PTO), inclusive parental leave policy, holidays, and volunteer days off.

• RSU stock grants.

• Opportunities for professional development and training.

• Company virtual happy hours, free food, and enjoyable team-building activities.

• Monthly cell phone stipend.

• Access to an innovative mental health support platform that provides personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their dependents.